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Brocade opens up more services to partners

Brocade is expanding its services-oriented channel program so that a select group of partners can either deliver their own IP professional services -- certified by Brocade -- or resell Brocade's own services.

Under Brocade's Professional Services Program, the company "will certify and authorize partners to deliver support and professional services for Brocade," said Barbara Spicek, vice president of global channel sales for the San Jose-based company. Brocade will subsidize the certified consultant designation needed for partners to attain this level, Spicek said.

Under its new Support Delivery Program, the company will also let some channel partners deliver Tier 1 and Tier 2 support. It has also added a limited lifetime warranty to select IP networking products. This is all part of Brocade's bringing Foundry Networks and its IP products into the Brocade fold. Brocade bought Foundry Networks last year, adding Foundry's IP networking strengths to Brocade's traditional Fibre Channel expertise.

There is overlap in the companies' two unified communications (UC) portfolios but no one is predicting immediate cuts.

Maintenance upgrades, gradual phase outs of Nortel products and big incentives to buy Avaya products are more realistic scenarios, Irwin Lazar, vice president of communications research at Nemertes Research told SearchUnifiedComputing.com.

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